Game Changers For Government Contractors

Having a strategic pricing strategy is one of the most important factors for winning government contracts. In this episode, I interview Marsha Lindquist about her book Strategic Pricing for Government Contractors. In her book, Marsha talks about 25 pricing secrets that every contractor should have in their toolbox. We discuss three of those in this podcast. You get a copy of her book on Amazon: https://amzn.to/3CHVKPt ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

A common mistake that most companies make when they enter the government is that they put all of their eggs in one agency or sub-agency basket. Having a singular agency focus is good when you enter this market; but once you learn the market, you need to diversify your GovCon revenue streams. If you don't and your primary agency decides to change its acquisition strategy, you may lose some or all of your contracts. This podcast will help you think through four ways to diversify your revenue so that this doesn't happen to you. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today a

The start of a new fiscal year in government contracting is a great opportunity for you to connect with your prospects. Many government contractors use this as downtime. This is a mistake. Don't fall into this trap. Instead, use the seven strategies in this podcast to get a jump on your competition and kick-off the new year properly. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this episode, we talk with Joshua Frank about the Buy America Act and the significant changes that have taken place over the last couple of years. We also discuss the Berry Amendment, the Trade Agreement Act (TAA), and the non-manufacturer rule (NMR). This is a basic overview of each of these as well as some nuanced discussion about how they apply to government contractors. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 100 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about the SBA's Proposed Changes to the 8(a) Business Development Program. First off, I need to mention that this doesn't just impact 8(a) companies. There's language in these proposed rule changes that will affect almost every certification program. The two mentioned the most are 8(a) and WOSB. This podcast is a high-level overview of the 311-page proposed rule changes. Joshua Frank gives an excellent breakdown of the rule changes in his LinkedIn article located here: https://www.linkedin.com/pulse/impact-2022-sba-proposed-rules-joshua-frank/ If you would like to give your feedback to the SBA (deadline November 8, 2022), you can read the entire document here: https://www.federalregister.gov/documents/2022/09/09/2022-18068/ownership-and-control-and-contractual-assistance-requirements-for-the-8a-business-development ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a spe

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about how to Stop Micromanaging Top Performers. One of the reasons that I love top performers is that they can self-manage. This means that any time you invest in them is usually spent optimizing what they are already doing well. And those tweaks typically wind up having an immediate impact on their performance and the bottom line. If this is true, why do so many companies micromanage their top performers? Michael talks about this and gives you several tips to help you properly manage top performers. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your First Year as a Government Contractor. Did you know that it takes the average company three to five years to win their first government contract? If you are still new in your government contracting journey (first 3 to 5 years), this podcast will help you refocus your priorities so that you don't become another statistic that hasn't won a contract. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this episode, we talk with Rich Earnest about How to Leverage Your GSA Schedule. Did you know that roughly 50% of GSA Schedule holders never get a single sale/contract award via their schedule? One of the most common reasons for this is that most schedule holders pursue a schedule without doing any research on their buyers. Regardless of where you are on your GSA Schedule journey, this podcast will help you understand the best practices for properly leveraging your schedule. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Creating an Employee Database. Did you know that the second biggest challenge for government contractors is finding people to work on contracts? This has been a problem for several years. Based on the trends we are watching; this is only going to get harder. So what's the solution? Always be recruiting! This podcast will walk you through several strategies that will help you find and track talent so that when you need to hire someone, you already have a warm list of candidates to reach out to. In case you were wondering, winning government contracts is the number challenge that contractors face. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webi

In this episode, we talk with Grant Elam about SCA Rates. This is a high level discussion about the Service Contract Act (SCA) and the obligations that government contractors have under SCA. A large percentage of government contracts require the contractor to be compliant with SCA. What does this mean? As a contractor, you have to know what the rates are per labor category and your company has to properly track the administration of these rates and benefits per employee. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Your Biggest Enemy. In a nutshell, your biggest enemy is often you. One of my biggest soapboxes is that most business owners don't really know how to run a business. Business owners are typically experts at their craft/trade, but running a business is a foreign language to them. And when their business struggles, they blame everything but themselves. Breakthroughs often come when you check your ego and realize that you need to change in order to overcome your challenges. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go c

In this episode, we talk with Kevin Jans about Government Contracting Breakpoints and the process-to-relationship ratio at each of the levels. The concept here is that there are four distinct contracting breakpoints. Within each breakpoint, there is a different process to relationship ratio that the contractor needs to learn in order to be successful. Those breakpoints are small (up to 250 K), medium (250 K to 15 M), large (15 M to 100 M) and major contracts (100 M+). The episode primarily focuses on the first three breakpoints and what's required at each level. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Recession Proofing Your Government Contracting Business. The global economy has been on a bit of a roller coaster since 2020. The last year has been especially brutal with the cost of everything going up and major staffing shortages. Mix in lingering COVID issues, a war, record inflation, and an election cycle and you have the perfect recipe for a recession. If you follow history; you know while recessions are brutal for many people, it's also historically a time of record growth for others. In this episode, we talk about you can accelerate during the recession. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates

In this episode, we talk with Michelle Burnett about the HUBZone Contractors National Council. The HUBZone Contractors National Council is a non-profit trade association that advocates for policies that ultimately help bring opportunities to historically underutilized business zones. These opportunities help HUBZone companies grow and thrive and create much-needed jobs. This helps strengthen thousands of communities across the country. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about Historic Government Q4 Spending. It seems like every year we talk about historic government spending. The fiscal year 2022 has seen a few unique twists and turns. There was the usual budget crisis in late 2021 that ultimately led to a spring delay of the budget. We saw the signing of the infrastructure bill in November. In February, the war in Ukraine began. COVID is still an issue. All of these factors have led to shifting priorities and a slow rollout of the FY22 budget. This leads us into what I predict will be a historic spending spree by the government. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND

In this episode, we talk with Sean Jones from Revolution Payments about Level Three Credit Card Processing. Did you know that there is a special credit card processing rate for government contracts? This is called level three processing. This credit card processing method can save your company approximately 50% on credit card charges. This podcast will give you an overview of how level three processing works, what information you need to capture to be compliant, and how to get set up. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about 3 Rules of Engagement. Making the jump from employee to employer/business owner requires a mindset shift. When you are an employee, the rules are set by your employer. When you are the boss, you set the rules. That freedom often causes a lot of questions. If you are new to government contracting, you may be totally in the dark about how the government operates and how you should respond. This podcast will give you a simple framework that you can use to build your own rules of engagement for running your business. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue

In this episode, we talk with Dr. Russ Barnes about Product Development that Solves a Problem. Some of the most successful companies in the world built their brands by identifying a problem in the market and then building a product or service to solve that problem. One of the reasons this model is extremely effective is because the buyer already understands and acknowledges the problem. When a solution presents itself, they are excited to buy it. This is what coined the sales phrase, 'this product sells itself." On the other hand, some companies develop their widget and then try to force that into the market whether there is a need or not. This doesn't often turn out the way companies hoped. This podcast will walk you through a methodology for developing products or services based on needs/problems. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You ar

In this special episode of Game Changers, you go 1-on-1 with Michael LeJeune to talk about not being ready for certain aspects of being a government contractor. For example; a lot of companies rush to be a prime contractor before they know their customer, have any past performance, or have the cash flow to successfully manage a contract. If you're not ready, you are going to struggle to win contracts and you will have a very frustrating experience. This podcast talks about things you can do to slow down, get your ducks in a row, and properly prepare to be a successful government contractor. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can e

In this episode, we talk with Matthew Schoonover about The Pitfalls of Government Contracting. One of the biggest challenges that we see for new government contractors is the rush to jump into serious relationships such as a joint venture or the mentor protégé program. We discuss the pros and cons of both of these as well as some recommendations on how to approach them properly. We also discuss common pitfalls during the teaming and proposal process. ----- Federal Access is helping Government Contractors win more contracts. It can help you too. Here's a special offer. Visit https://federal-access.com/gamechangers today and get started for just $29. *You are going to get access to a digital copy of the Government Sales Manual. * Over 85 strategy videos * More than 30 webinars * 300 documents and templates AND * SME support. So when you run into an issue, you can email me directly for help. Go check out this special offer today at https://federal-access.com/gamechangers